Pioneers in the field Cateora, Gilly, and Graham continue to set the standard in this 18th edition of International Marketing with their well-rounded perspective of international markets that encompass history, geography, language and religion as well as economics which helps students see the cultural and environmental uniqueness of any nation or region.
The dynamic nature of the international marketplace is reflected in the number of substantially improved and expanded topics in this edition, including the following over 100 new academic articles and their findings. New cases are included, enlivening the material in the book and class discussions while broadening a student’s critical thinking skills. These cases bring forth many of the topics discussed in the chapters and demonstrate how these concepts are dealt with in the real world.
And?: How to Build Relationships through Inventive Negotiation
Steve Jobs used it to cut a better deal with Disney. George Mitchell and Mary Robinson used it to help end a decades-long war in Northern Ireland. And you can use it in your life and work to get better outcomes for years to come. AND? Inventive Negotiation provides a concrete set of steps that can help build long-term relationships instead of lasting enmity. Lavishly illustrated with real life stories from around the world, plus the latest neuroscience and behavioral economics, this book will show you how to get more than your share of the pie – it gives you the tools to build a pie factory.
Learn what hostage negotiators and clowns have in common. How a teen bested the phone company. What it takes to talk your way into a prison in Bolivia, or out of a terrorist camp in Colombia. Why you need to handle your chairs carefully in Korea. Every example demonstrates a principle perfected by the authors’ decades of experience in everything from oil-pipelines to international peace. Once you’ve learned the art and science of Inventive Negotiation, you’ll never be satisfied with transactional or integrative bargaining again.
How are salt, sugar, coffee, chocolate, alcohol, tobacco, marijuana, opioids, and cocaine alike?
We know they offer little or no nutritional benefit, can be addictive, and may cause health problems. They also provide pleasure to the brain. But another similarity is often overlooked: these substances—which author John L. Graham refers to collectively as spices—are all pushed upon us by companies and producers that relentlessly market them.
Given the potential dangers of these and other psychoactive substances, consumers may believe that their governments and public health policies would protect them. But as Graham reveals, regulations often do little to curb consumption; instead, interested businesses actively encourage overuse of their products and may pay off the politicians.
While other authors have also addressed the history and health effects of spices, Graham is the first to examine the marketing and advertising techniques used to hook consumers.
Through Spiced, Graham hopes to expose marketing’s role in sustaining our addiction to sugar, tobacco, and other psychoactive substances and to then inspire a discussion of strategies for reining in that marketing. To get the conversation going, he offers seven cogent “prescriptions for change” that he believes could fix our broken health policy.
All in The Family
As the nation reels from the impact of the Great Recession, many families are finding new ways to live together, including creating multigenerational households to save money and consolidate resources. Indeed, as the authors point out, the concept of nuclear family living is an aberration in our history that stemmed from post–World War II prosperity, mobility, and the associated baby boom. However, the threatened failure of American social security and healthcare systems is forcing us all to rethink how we live and care for one another. This book covers the financial and emotional benefits of living together, proximity and privacy, designing and remodeling your home to accommodate adult children or elderly parents, overcoming cultural stigmas about interdependent living, financial and legal planning, and making cohabitation agreements.
Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.
Doing Business with the New Japan
The recent focus on China’s boom has obscured the fact that Japan is once again on the rise. How do we manage our growing, and crucial, interdependence? The answer lies in the legions of Japanese and American managers and officials involved in the day-to-day and face-to-face negotiations that drive commerce. Opportunities for U.S. companies in Japan remain strong if businesspeople can learn to conduct successful business negotiations with their counterparts. Yet a cultural misstep or tactical error in negotiating easily can mean the loss of an important contract or the potential for future business.
In this invaluable book, three leading experts pool their decades of experience to provide a pragmatic guide for Westerners doing business in Japan. Using up-to-the-minute case studies, the authors explain Japanese culture and negotiating techniques and provide practical advice on conducting effective meetings with Japanese clients. Representing a unique combination of perspectives developed through international business practice, high-level diplomatic experience, and sophisticated academic research, the authors offer both Japanese and American perspectives to help readers cross the wide cultural gap that can unnecessarily divide businesspeople from both countries.
Turn East-West Relations Into Win-Win Situations
China has more than one billion people. That’s one billion potential customers. China Now is your must-have guide to this exciting world of opportunity, written by a top corporate advisor and a renowned business professor who specialize in East-West business strategy. Together, Mark Lam and John Graham have worked with dozens of Fortune 500 companies and thousands of American and Chinese executives, and now share with you their most successful strategies, tactics, and insights.
A comprehensive all-in-one tour of the world’s fastest growing market, China Now is filled with everything you need to know about China’s people, negotiation styles, culture, history, economics, and business dealings. You’ll learn how to plan, where to go, and who to visit for the best results. And, unlike other books on the market, you’ll discover the key differences between various regions and businesses that could make or break the deal.
China Now includes:
- The best regions to do business
- Nonverbal cues and culture-based signals
- Important travel, meeting, and personnel tips
- Laws and regulations on customs, foreign trade, and investment
- Protecting your intellectual property rights
Even if you’ve read Sun Tsu’s The Art of War, this book will help you master the art of peaceful negotiations-and establish long-term partnerships that profit everyone involved. The advice you’ll find here is not only invaluable; it’s absolutely essential to the future of your business.